Job Title: Channel Account Manager
Reports to: SVP, Sales
Location Preferred: US, Remote
Experience: 5+ Years
Qualification: BA
About ControlCase
ControlCase is the leading global certification, cybersecurity, and continuous compliance services provider. ControlCase is committed to empowering organizations to develop and deploy simplified, cost-effective, and comprehensive strategic information security and compliance programs in both on-premises and cloud environments. ControlCase offers certifications and a broad spectrum of cybersecurity services that meet the needs of companies required to certify to PCI DSS, HITRUST, SOC 2 Type II, ISO 27001, PCI PIN, PCI P2PE, PCI TSP, PA DSS, CSA STAR, CMMC, HIPAA, GDPR, SWIFT, FedRAMP and numerous others.
1. Overview
The ControlCase team seeks exceptional Channel Account Managers with a strong MSP-focused background to join our Global GTM team. An amazing opportunity awaits a great seller and relationship builder to continue the rapid growth of our Channel program. This individual will primarily identify, mobilize, and maintain MSP partner lead-generation channels. The successful team members will work with sales and marketing leadership to successfully develop and service all partners and prospects within their respective geography/territory. They will also collaborate with the existing sales channel development and marketing teams on programs and events to promote ControlCase service offerings and drive revenue to ControlCase through partners. The candidate should have experience scrutinizing business opportunities and obtaining support through written documentation, building solid relationships, and be comfortable managing multiple responsibilities within a fast-paced environment. The ideal teammate will have extensive experience and already built relationships and contacts within the Managed Service Provider (MSP, MSSP) community. System Integrator and OEM cybersecurity relationships could also be called upon to help build growth of the program.
Job Description
This position requires a highly motivated team player with excellent interpersonal skills. You will be the face of ControlCase to our partners and their customers and, additionally, be their collective voice within ControlCase. This position is remote and sits within our global sales team.
Key Duties and Responsibilities:
- Build and promote the Company’s position as a global leader in Cybersecurity & Compliance, specifically through the MSP, MSSP, and VAR community in the assigned territory.
- Must be a key contributor to the bookings and revenue growth of the assigned region and help manage the company growth targets within the region.
- Accountable for managing partnerships within the guidelines of ControlCase’s channel programs, spearheading new business development, and successfully developing alliances with key solution provider accounts.
- Will motivate, educate, and train the partners in ControlCase’s products and technologies.
- Will work with partners on their events, including co-selling with them to their client base
- Expand sales by building business plans, including MDF strategy, account penetration strategy, and profitability targets. Some of this will be done for and with the partners.
- Build bookings and non-bookings related business plans for partnerships
- Provide ongoing sales and technical training to existing and new partners
- Help build marketing plans, at times for and with our partners, to drive incremental sales pipeline and bookings.
- Act as key channel strategist to other team members within the region and help transition leads and accounts as needed.
- Partner with ControlCase marketing and engineering teams to drive revenue growth within the region
- Provide geographic channel coverage for the assigned region
- Carry monthly, quarterly, and annual bookings targets
- Manage, prospect, and develop key relationships with existing and/or potential partners.
- Support partner review/QBR process with strategic and key partners
- Work, track, and forecast leads flow, associated metrics, and associated bookings achievement
- Report on business performance and program status to leadership
- These roles will be measured and compensated based on the growth of partner-sourced bookings within the assigned region.
2. Requirements
We want intellectually curious, entrepreneurial professionals who enjoy being outside their comfort zones, thrive amidst change, and obsessively conspire for one another’s success.
We look for you also to bring:
- Bachelor’s or equivalent degree
- A dynamic, high-energy approach
- A minimum of 5-7 years experience in Channel Sales and solution selling
- Existing relationships and contacts within the MSP, IT, and Cybersecurity landscape
- An entrepreneurial spirit and eagerness to work in a fast-paced environment
- Experience using data and metrics to measure impact
- An ability to meet deadlines
- Excellent communication skills
- Readiness to travel to partner sites and industry conferences for active deployment of our presence
- A high degree of motivation
- Salesforce and O365 experience (preferred)
BENEFITS:
At ControlCase, we prioritize empowering our employees by providing them with the essential tools for success. Experience the autonomy of a fully remote work environment, complete with a company-provided computer, monitor, and peripherals. We offer mileage and travel reimbursement for business obligations. We offer 21 days of paid time off annually, plus most standard local holidays. Additional benefits include medical insurance, dental and vision, a flexible spending account, professional development assistance, an employee assistance program, and monthly telephone/internet reimbursement.